Course Objectives
Certified Master Negotiator
Course Methodology
The course uses a mix of interactive techniques, such as brief presentations by the consultant and the participants, role plays (rehearsed and impromptu), self-assessment questionnaires, relevant videos, and multiple simulation games.
Course Objectives
By the end of the course, participants will be able to:
Assess their own negotiating strengths and weaknesses and those of the other side to optimize negotiation outcomes.
Identify areas of weakness in understanding to prepare a good negotiation plan.
Master the process of sales negotiation to achieve long-lasting and mutually profitable agreements on timely-basis.
Use a variety of skills necessary to conduct successful negotiations
Apply the concessions management process with minimum loss while preserving good relationship with the counter party.
Target Audience
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, purchasers, and others who are involved in commercial and negotiation activities at all levels of the organization.
Target Competencies
Handling rejection
Gaining commitment
Negotiation tactics
Negotiation planning
Concession management
Problem solving
Course Outline
What Negotiation Is Really All About
The many faces of a negotiation
Some negotiation philosophies
The urge for being a good negotiator
Persuasion versus negotiation
Self-assessment: The “Negotiating Style Profile”
Setting the Stage: Pre-negotiation Preparation
Understanding your own personal strengths and weaknesses
Developing your emotional intelligence
Characteristics of a good negotiator
The five stages of the negotiation process
Barriers to effective negotiation
Team negotiation: when to use a team
Exercise: How to negotiate effectively (work template)
Mastering commercial negotiation
Selling versus negotiating
The 7 milestones of the sales process
Identifying the different buyer's roles
The "Buyer's Decision Process
Strategies for the phases of the buyer's decision process
Strategies for the "Recognition of Needs" phase
Strategies for the "Evaluation of Options" phase
Strategies for the "Resolution of Concerns" phase
The SPIN selling model
Situation questions
Problem/Opportunity questions
Implication questions
Need-payoff questions
Simulation game: the "war room"
Negotiation Tools for Success
Creativity and problem solving techniques
The importance of creativity in negotiation
Creativity tools
Creativity: self-assessment instrument
Decision making techniques
Communication skills:
Active listening skills
The outcomes of asking questions
The art of asking questions
Conflict management styles
Workshop: Breaking the negotiation impasse using creativity
Concession Management, Tactics and counter-measures
Different levels of negotiation rules
Preparing “The Envelope of Negotiation”
Mastering the “Rule of Halves”
Setting a concession-making timeline
Sorting negotiable issues and creating alternatives
The most common negotiating mistakes
Advanced negotiation tactics
Simulation game: one-to-one negotiation using a grade point average